VMBA5713

Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their own outcomes. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations. The emphasis will be finding creative solutions to building relationships with negotiation partners while maximizing joint benefits.

The purpose of this course is to understand the theory and process of negotiation in a variety of settings. This course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers and professionals. In particular, in one exercise, we will be tackling current problems associated with the overuse of environmental resources and how to negotiate sustainable solutions.

This course is designed to complement the technical and diagnostic skills learned in other courses in your program. A basic premise of this course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills are needed to get these solutions accepted and implemented. This course will allow participants the opportunity to develop these skills experientially and to understand negotiation in useful analytic frameworks. As such, considerable emphasis will be placed on simulations, role-playing, and cases. Students will also gain valuable insight on how they negotiation from the self-diagnostic personality inventories and personalized peer feedback received in class.

Every Spring